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TV Expert Interviews / Sales Management / Apr 2, 2021 / Posted by Dr. Beverly Kaye / 143 

Strategies for Sales Managers to Ensure their Best Talent Stay (video)

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Do you know how many people left their previous jobs because they did not like their bosses? In this Expert Insight Interview, Beverly Kaye discusses her book, Love ‘Em or Lose ‘Em: Getting Good People to Stay, which reached its 6th edition. Dr. Bev Kaye is an author, keynote speaker, and internationally recognized authority on employee development, engagement, and retention.

This interview discusses:

  • The core things to do
  • Encouraging growth
  • Building relationships
  • Covid-era necessities

The Core

People usually do not leave organizations. They leave their managers instead. Three main things that help managers to prevent high employee turnover are: growing their people, building and nurturing relationships with their subordinates, and building an inclusive culture.

Encourage Growth

Helping your employees to grow means challenging them in the right way. Everybody is unique about what frustrates and delights them. Thus, everyone needs a different approach. As a sales manager, your job is to adapt to everyone and to get valuable insights into their personality so that you can help them. For example, asking about yesterday’s sales or the favorite client can give a plethora of information about what one likes and dislikes. Having proper communication with employees is especially important now when many companies go virtually. The lack of in-person communication cannot be an excuse for the disconnect between sales managers and the rest of the team.

Build Relationships

Sales managers experience a lot of pressure and stress in their positions, but developing meaningful relationships with employees does not have to be stressful. The key is to do simple things but to do them correctly, consistently, and authentically. People can feel when someone is not authentic. Thus, being truthful and open with your employees goes a long way. People who are in leadership positions do not know it all. However, showing your employees that you want to get to know them and lead them in the right way creates a bond. Supporting your employees does not mean that you accept low performance. Indeed, it encourages effort on both sides because employees will deliver better results when they feel supported by management.

Covid-era

During the pandemic, people naturally become extra sensitive to uncertainty. They want to get all the information possible and not feel left out. Thus, it is essential to build trust with your employees to feel free to ask any question. When employees ask company-related questions, give them an honest answer because people will respect honesty.

And lastly, managers do not always recognize their behavior and how it impacts their employees. Thus, self-awareness is the key to success in a career and life in general. It is a rough but liberating journey that every manager needs to take.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Author

Dr. Beverly Kaye's name is recognized internationally as a professional dedicated to helping individuals, managers and organizations understand the practical “how-to” principles of employee development, engagement, and retention. Her books and learning materials have stood the test of time.

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